Our people at JLL are shaping the future of real estate for a better world by combining world class services, advisory and technology for our clients. Whether you've got deep experience in commercial real estate, skilled trades or technology, or you're looking to apply your relevant experience to a new industry, join our team as we help shape a brighter way forward. Role IntroductionThe position requires someone to lead the entire sales solution process from prospecting through implementation, with key responsibilities being: ~ Building custom solutions and staffing models for engineering and integrated IFM opportunities in the UK/I. ~ Maintaining competitive intelligence and market knowledge ~ 5m annual GAP value with a proven track record exceeding 1M CI in annual sales and GAP revenues over 10mKey Responsibilities of the Sales Solution LeadPartnering with Head of Sector, Growth and Value Director and business functions to be ultimately accountable for prospecting, generating and solutioning engineering and IFM business opportunities from inception to successful implementation. Coordination of a custom team to build staffing models, detailed savings glide paths, technology offerings and specific outcomes that our clients will use to evaluate our solution within their selection process. Coordinating the development of clear, articulate, and winning value M&E propositions for presentation to our prospective clients with the ability to confidential understand and answer any questions technical or otherwise in a succinct mannerIdentifying, engaging and bringing along internal SME's on the client journey to provide the right level of support from inception to completion and award of the account from the clientPartnering with Operations, functional/technical subject matter experts and marketing to put forth a tailored, competitive solution for each qualified prospective client. Sharing best practice and knowledge, working across the sales and solutions function obtaining and retaining knowledge which will support the future success of prospective bids which will allow you to pivot, learn and improve when solutioning for customers in the future. Support the Head of Sectors and wider Operations team in every aspect of the Solutions Cycle for every prospective client through all phases of the sales processResponsible for keeping yourself up to date with all systems, processes and technology capability of the organisationResponsible for obtaining a key understanding of a client's requirements to advance the solutions proposal by providing the right solution to meet the client needs every time without failAccountable for having an up to date understanding of WPM UK/I business structure, model, and market changes to keep up to date with current conditions and stay ahead of our competitors where solution provision is concerned. Ability to confidently communicate current solutions landscape on all new prospective clients, stating what stage of the process they are at, utilising all available systems such as Sales Force to update the Head of SectorCoordinate and support in the overall development of the solution. Pro forma owner during RFP negotiations to validate scope and price changes on P&LPartner with legal/Commercial to ensure all details from pricing and bid make it into the final agreementHelp identify additional potential sales or growth opportunities during the RFP process. Understand and support the Head of Sector in clearly articulating how WPM/UK/I products and services drive outcomes that add value to a client's portfolio and why obtaining our services would be the best option for them. Participate in client-facing 'yellow pads' to help diagnose client needs and customize our plan. Own/support/coordinate these deliverables/activities that will be key for RFP response and business planning. Portfolio cost modelling (details involved in client RFP), Financial pricing model (internal pro forma used during approval processes), Operational costings, such as people resource, IT, mobilisation, fleet etc. Actively prospect and drive net new business opportunities. Pipeline generation of 4x GAP revenues in a rolling 12 months (+40m annually)Qualify prospective opportunities to increase the odds of success, while being a responsible steward of the firm's resources. Own/Support the development of the overall solution for clients which ensures a win rate for all business pursuits of ~Leverage data from prior pursuits to develop intelligence on trends, consultants and competitors – share with others in meaningful manner. Follow and utilize the sales process / protocols / training / technology to ensure success and consistency. Balance this by supporting process improvements that help streamline and allow for better focus on sales or clients. Provide input into service line products, product pricing methodology, and future trends or tactics that should be reviewed internally. Utilise and leverage Solutions Team, Business Development Managers (BDM) and Pricing Managers in pursuits to help coordinate the overall solution and "project manage" the creation of the solution, response, and presentation as appropriate to minimize the cost and maximize the return. Personal Drive – ability to positively push through challenges and support the wider team to maintain a positive focus to break down barriers and provide an outstanding offering to internal and external stakeholdersAnalytical Response – ability to quickly respond to challenges, needs and requirements identifying root causes, providing effective solutions in a timely manner to ensure that traction, progress, and confidence is maintainedService Excellence - dedicated to meeting, enhancing and at time exceeding client's expectations, ensuring excellence in service delivery are achieved through the right solution every time without failLeadership – to demonstrate strong leadership behaviours in every aspect of your role which includes stakeholder/client engagement, solutioning, tender, proposals, creation and returnsChange Management – ability to adapt to changes to a positive manner and turn them to yours, the businesses and the clients advantage and to project a forward thinking narrativeAdvanced Communication – ability to collaboratively communicate across sectors to bring together internal and external stakeholders to a mutually beneficial outcome by negotiation and influenceThrivesUnder Pressure – ability to thrive and be successful in a high paced, high volume, dynamic and target driven environmentOpportunities Creation – identifying, build and manage a strong pipeline of sale opportunities for technical M&E maximising and improving our sales efficiencyTechnical Understanding – proven track record in achieving high quality outputs in a self-delivered M&E technical capacityMarket Sales Approach Understanding – experience in selling technical M&E solutions into small site portfolio, critical and or campus environmentsKey Performance Measures: Strong sales results that drives increased and profitable sales YOY.Works well within the team and helps drive overall firm's objectives as well as team and personal goals. Utilisation process and tools to drive improved sales. Coordinate solutions resources across geographies to ensure quality of proposed service offeringAccountable Leader through the solution process, coordinating, providing insight and partnering with service line subject matter experts to ensure the latest and best solutions are incorporated into the most competitive offering possible for each client. Ensuring that the solutions offering is financially viable for WPM UK/I and matches the systems, processes and services to ensure that we start in a positive manner with the ability to meet the client's day 1 and future requirementsCommunicate with the transition team and account management organisation to help facilitate operational hand-off. Support Account Director to mobilise the account, maintain positive communications with the client and be a focal point of contact to all stakeholders, leading and displaying role model behaviours/traits. Be able to identify and mitigate risks and opportunities in the pricing mobilisation and delivery of technical M&E solutions. Remote –London, GBRIf this job description resonates with you, we encourage you to apply even if you don't meet all of the requirements. At JLL, we harness the power of artificial intelligence (AI) to efficiently accelerate meaningful connections between candidates and opportunities. JLL Privacy NoticeJones Lang LaSalle (JLL), together with its subsidiaries and affiliates, is a leading global provider of real estate and investment management services. We endeavour to keep your personal information secure with appropriate level of security and keep for as long as we need it for legitimate business or legal reasons. For more information about how JLL processes your personal data, please view our Candidate Privacy Statement. Jones Lang LaSalle ("JLL") is an Equal Opportunity Employer and is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process – including the online application and/or overall selection process – you may email us at HRSCLeaves@jll.com. This email is only to request an accommodation. Full time
Sales & Retail Executive in London employer: Jones Lang LaSalle
At JLL, we pride ourselves on being an exceptional employer, offering a dynamic work culture that fosters collaboration and innovation. Our London office provides a vibrant environment where surveyors can thrive, with flexible and hybrid working options that support a healthy work-life balance. We are committed to employee growth, providing opportunities for professional development in the affordable housing sector, while making a meaningful impact in the community through our work in social housing.
